This role is responsible for understanding and promoting the organization's offerings to potential clients and focusing on contract renewals and extensions. The role supports account managers in engaging with clients, maintaining strong professional relationships, and customizing solutions. The role stays updated with the latest advancements to manage the sales pipeline while ensuring adherence to ethical standards and guiding junior team members.
Responsibilities
• Demonstrates a deep understanding of the organization’s products and services while explaining product features and benefits to potential customers.
• Offers technical expertise and support to the account managers in identifying potential clients, nurturing leads, and driving revenue growth.
• Utilizes various sales and marketing techniques to engage with potential clients and helps in tailoring sales pitches and solutions.
• Creates and presents customized solutions or proposals that address the client's needs and demonstrate the alignment of the organization’s offerings with the client’s business objectives.
• Maintains strong relationships with existing clients providing ongoing support, addressing client concerns, and actively seeking opportunities for upselling or cross-selling.
• Manages sales pipelines by tracking leads, opportunities, and sales prospects through various stages of the sales process and identifies improvement areas.
• Guides junior team members in sales techniques and methodologies, such as consultative selling, relationship building, objection handling, and closing deals.
• Focuses on growing contractual renewals, especially for mid-sized accounts with varying levels of complexity, to achieve higher total contract-value renewals while retaining and expanding existing client relationships.
• Ensures adherence to company and industry-specific compliance and ethical standards in all sales activities.
• Attends industry events and seminars to stay updated on new techniques and technologies and continuously adapt in a rapidly changing business environment to enhance sales efforts.
Education & Experience Recommended
• Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
• Typically has 4-7 years of work experience, preferably in technical selling, consultative selling, account management, or a related field or an advanced degree with 3-5 years of work experience.
Knowledge & Skills
• Balancing (Ledger/Billing)
• Business Development
• Business To Business
• Customer Relationship Management
• Demonstration Skills
• Enterprise Sales
• Marketing
• Merchandising
• Outbound Calls
• Presales
• Product Demonstration
• Product Knowledge
• Sales Engineering
• Sales Process
• Sales Prospecting
• Selling Techniques
• Solution Selling
• Technical Sales
• Value Propositions
• Wireless Sales
Cross-Org Skills
• Effective Communication
• Results Orientation
• Learning Agility
• Digital Fluency
• Customer Centricity
Impact & Scope
Impacts multiple teams and may act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process.
Complexity
Responds to moderately complex issues within established guidelines.
Disclaimer
This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.
The on-target earnings (OTE) range for this role is $139,100 to $201,685 annually, with a 60/40 mix. There are additional opportunities for pay in the form of bonus and/or equity (applies to US candidates only). Pay varies by work location, job-related knowledge, skills, and experience.
Benefits:
HP offers a comprehensive benefits package for this position, including:
Health insuranceDental insuranceVision insuranceLong term/short term disability insuranceEmployee assistance programFlexible spending accountLife insuranceGenerous time off policies, including; 4-12 weeks fully paid parental leave based on tenure13 paid holidaysAdditional flexible paid vacation and sick leave (US benefits overview)The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.